AUT - Roger Baxter

Dr Roger Baxter

Senior Research Lecturer, Marketing, Advertising, Retailing & Sales Group Paper co-ordinator, Customer Relationship Management Marketing in the AUT Bachelor of Business programme Paper co-ordinator, Relationship Issues in Marketing in the AUT

Phone: +64 9 9219999 extension 5808

Email: roger.baxter@aut.ac.nz

Physical Address:
Room WU302
46 Wakefield Street
Auckland 

Postal Address:
Business and Law Faculty,
AUT University
Private Bag 92006
Auckland 1142
New Zealand

Qualifications:

• Doctor of Philosophy in Marketing, 2005, Univeristy of Otago
  
• Master of Business Administration, University of Auckland
  
• Bachelor of Science in Chemistry, University of Auckland
  

Memberships and Affiliations:

Member of the Australian New Zealand Marketing Academy

Member of the New Zealand Institute of Chemistry

Biography:

Roger Baxter is a senior research lecturer in marketing in the Business School. His research interest is in the relationships between buyers and sellers. He is on the editorial boards of Industrial Marketing Management journal and the Journal of Business Market Management. He also reviews submissions for other journals and conferences.

Roger teaches marketing at undergraduate to postgraduate levels at AUT, and he supervises graduate research. Roger has also worked as a visiting professor at several universities in Thailand and at the Bordeaux Business School in France.

Before his academic career, Roger had extensive domestic and international sales and marketing experience at senior levels in New Zealand, Asia, North America and Europe, based both in New Zealand and overseas, with both New Zealand and overseas domiciled companies. He has served as a director of a transport company. His management of relationships in both domestic and international distribution channels led to his interest in relationship research.

Teaching Areas:

• Customer relationship management
• Brand management
• International marketing
• Marketing management
• Relationship marketing

Research areas:

Roger’s research interests are in buyer-seller relationships, and particularly in their performance, resource creation and transfer, and value creation.

Research Summary:

Roger’s main research interests are in how resources and value are transmitted through and created within business-to-business buyer-seller relationships. He is also interested in how actors and conditions in those relationships affect value and performance outcomes. He has a further interest in international marketing. In his PhD, he identified a set of dimensions to describe the value of the intangible aspects of a business-to-business buyer-seller relationship. He collaborates with researchers in Germany and other countries on issues of relationship value assessment and relationship conditions such as commitment.
Roger has published in Industrial Marketing Management journal and The Journal of Business Research. He is on the editorial boards of Industrial Marketing Management journal and The Journal of Business Market Management.

Current Research Projects:

• With Professor Arch Woodside (Boston College and Visiting Professor to AUT): a journal paper on bonding and resource allocation to relationships by partners in business-to-business buyer-seller relationships.
• With colleagues at the Free University Berlin (the project leaders) and in Argentina and South Korea: further papers on value and commitment in business-to-business buyer-seller relationships, using data collected in four countries.
• First supervisor of Annie Zhang’s PhD thesis with Associate Professor Mark Glynn and Professor Roger Marshall of AUT: research into the effect salespeople have on availability of buyers’ resources to the salespeople’s firms and hence their effect on relationship outcomes. Conference papers from this work already published with Annie Zhang and Mark Glynn.
• Second supervisor of Edwin Rajah’s PhD thesis with Professor Roger Marshall of AUT: an investigation of value co-creation and its outcomes in buyer-seller relationships.
• Second supervisor of Romie Littrell’s PhD thesis with Professor Philip Culbertson.
• Continuing personal research into value and performance issues in business-to-business buyer-seller relationships.
• Other projects with colleagues in areas related to those above which are still in very early stages.

Publications:

Recent publications:
Woodside, A., & Baxter, R. (2012). Case Study Theory and Research in Business-to-Business Contexts". Industrial Marketing Management, forthcoming.
Woodside, A. G., & Baxter, R. A. (forthcoming). Case Study Research in Business-to-Business Contexts: Theory and Methods. In G. L. Lilien & R. Grewal (Eds.), Business to Business Marketing Handbook: Institute for Study of Business Markets.
Zhang, A. L., Baxter, R. A., & Glynn, M. S. (2011, forthcoming). How Do Salespeople Encourage the Availability of Buyer’s Resources? Symposium conducted at the meeting of the IMP Conference, Glasgow.
Geiger, I., Lefaix-Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., & Lee, Y. (forthcoming). The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: an investigation into role differences presented at the meeting of the EMAC2011 Conference, Ljubljana.
Baxter, R. A. (Forthcoming). Availability of Resources Through Buyer-Seller Relationships. In M. Glynn & A. G. Woodside (Eds.), A. G. Woodside, Business and Industrial Marketing Management: Theory, Research and Executive Case Study Exercises (Vol. 17): Emerald Group Publishing Limited.
Lloyd, S., & Baxter, R. (2010). Applying triangulation research to inform theory and method: The case of corporate reputation. presented at the meeting of the 2010 Global Marketing Conference, Tokyo, Japan.
Baxter, R., & Woodside, A. G. (2010). Social Bonds and Supplier Allocation of Resources to Business CustomersDiamond Congress Ltd. Symposium conducted at the meeting of the IMP2010 Conference, Budapest, Hungary. Retrieved from http://www.impgroup.org/uploads/papers/7574.pdf
Baxter, R. A. (2010). How Resource Inputs And Atmosphere Affect Relationship PerformanceDiamond Congress Ltd. Symposium conducted at the meeting of the IMP2010 Conference, Budapest. Retrieved from http://www.impgroup.org/uploads/papers/7410.pdf
Baxter, R. (2009). Reflective and formative metrics of relationship value: A commentary essay. Journal of Business Research, 62(12), 1370-1377.
Baxter, R. A. (2009). Gaining Access to Customers’ Resources Through Relationship Bonds. In D. Tojib (Chair), Australian & New Zealand Marketing Academy. Symposium conducted at the meeting of the ANZMAC2009 Conference, Melbourne. Retrieved from http://www.duplication.net.au/ANZMAC09/papers/ANZMAC2009-500.pdf
Baxter, R. (2008, August 6 - 7 2008). Identifying Value and Its Creation Across Extended Networks. Presented at the meeting of the ISBM Academic Conference 2008: Advances in B-to-B Marketing, San Diego.
Baxter, R. (2008). Intangible Value in Buyer-Seller Relationships. In A. G. Woodside, M. Gibbert, & F. Golfetto (Eds.), A. G. Woodside, Creating and Managing Superior Customer Value (Vol. 14, pp. 27-98): Emerald Group Publishing Limited.
Baxter, R., & Olesen, K. (2008). Using Structuration Theory to Analyse Relationship Value CreationUppsala University. Symposium conducted at the meeting of the 24th IMP Conference, Uppsala, Sweden. Retrieved from http://www.impgroup.org/paper_view.php?viewPaper=6864
http://www.impgroup.org/uploads/papers/6864.pdf
Zhang, A., Baxter, R., & Glynn, M. (2008, December 1 - 3 2008). Realising intangible business relationship value for the seller - the role of the salesperson. In D. Spanjaard, S. Denize, & N. Sharma (Chair), School of Marketing, College of Business, University of Western Sydney Symposium conducted at the meeting of the Australian & New Zealand Marketing Academy Conference 2008, Sydney, Australia.

Varey, R. J., Baxter, R. A., Brodie, R. J., Brookes, R. W., Plewa, C., Quester, P., & Schembri, S. (2005). Buyer-Seller Relationships: Australasian Research and Reflections. Journal of Customer Behaviour, 4(1), 127-146.

Baxter, R., & Matear, S. (2004). Measuring Intangible Value in Business to Business Buyer-Seller Relationships:  An Intellectual Capital Perspective. Industrial Marketing Management, 33(6), 491-500.

Awards:

University of Otago Department of Marketing “Best Journal Article” for 2004 with Prof Sheelagh Matear.